You know the problem. You've done everything right along the way. The client is easy to talk to. They're friendly. They like you're product. They're interested, and they like you. In other words, all the lights are green, when it comes to making the sale. Yet - when you move in for the close, the client squirms. Either they think what you're offering is too expensive, they need to talk to their manager, or the situation has changed and your...
First things first: The Wolf of Wall Street is an incredible movie. How Leonardo DiCaprio did not win an Oscar for his performance is completely beyond me. Second: I can't believe the movie is based on an actual person. No wonder the general public views Wall Street in an unfavorable light. But there is one thing from the movie that stuck with me more than anything else. Namely, that selling to other people the way it's portrayed in the movie;...
I was 16 years old when I started in sales and holy shit was I dumb. I couldn't recognize a buying signal if it struck me flat in the face. The first job I had in sales was for the national tabloid newspaper - when you could still smoke inside the boiler room (which obviously I did). Now direct telemarketing is probably the business in the world that has the highest employee turnover rate - which also explains why they would take me in at 16 -...
The failure rate for new businesses is extremely high. Depending on the source the numbers vary, but there's no arguing with the fact, that if you start your own business, the odds are stacked against you. Now, there are a multitude of good reasons why businesses fail, and starting a new business is extremely difficult. One of the most common reasons for failure however, is that most entrepreneurs don't sell their product aggressively enough....
Introverts can make great salespeople and sales managers. But most don't. That's why, when it comes to some of the fields that classically attracts a more introverts than it does extroverts such as engineering, law, accounting and to a certain degree consulting and banking, most of the people who are asked to sell their company's services hate it. What's ironic about that, is that most people who are asked to sell are asked to do so because...
When it comes to making our next sale, there are essentially three ways to go about it: Selling our services to new clients Selling more to existing clients Selling to clients who were referred by current clients Selling our services to new clients is by far the most the most demanding, the most difficult and to many people the most frustrating experience. It takes a lot of no's to get to a yes, and no matter how skilled we are, we will never...
A lot of people hate cold calling. It doesn't have to be like that. In fact, once you get good at it, you'll learn to love it. This video will show you the steps you need to take.
The one thing that 98% of salespeople don't do (and why you should be doing it) If there's one thing that drives salespeople up the wall, it's if you're having a wonderful dialogue with your prospect, they are all set to buy, and everything is in place, they just need to get that one final approval and then you're good to go. But that final approval never happens - and it never happens, because someone above them (the one with the true decision...
